Have you tried LinkedIn’s Sales Navigator tool yet? It can shortcut the process of finding qualified leads and lets you play with a treasure trove of user data so that you can unearth prospects based on everything from zip code to common interests—which is far more than you can do with the regular search function.
Here are a few ways the Sales Navigator can help you prospect:
1. Find out which companies are growing quickly (and may need new space)!
Sales Navigator comes with premium filters that aren’t otherwise available on LinkedIn. Brokers can use the company search filters to find companies based on headquarters location, size, senior leadership changes, and—perhaps most interesting—headcount growth. If you see that a company is growing quickly, that’s a good indicator that they may be looking for new space—and that’s your opportunity to swoop in with options.
2. Find relevant leads in your zip code.
The Sales Navigator lets you look for individuals and companies by postal code radius—a cool feature to help you zero in on a highly specific location rather than a general area like “Greater Chicago.”
3. Discover common ground.
It used to be that you’d have to go through each LinkedIn profile one by one, trying to uncover common interests that you could use to strike up a conversation with a prospect. Not anymore: Sales Navigator lets you actually search by shared experiences and commonalities, shortcutting the process of making a personal connection.
4. Dip into a steady stream of conversation starters.
The leads that you save in Sales Navigator will regularly pop up in your social feed so you can stay on top of what people are posting, sharing, and liking. You can think of this social stream as a ready-made list of conversation topics. If you know what your prospects are thinking and talking about, you can use those topics as conversation starters when you first reach out. You can also engage with them by commenting and liking what they’re sharing, which can be a nice way to spark a new connection.
5. Find active prospects.
Sales Navigator lets you look for leads who were recently mentioned in the news, as well as those with recent LinkedIn activity—all great signs that the prospect is active in the industry and on the platform. Being able to search by recent news mentions is a priceless way to figure out who’s making big moves in the CRE industry, allowing you to follow up with them almost instantaneously.
6. Take a peek at previously off-limits profiles.
One of the tool’s most powerful tricks is giving you what’s usually off-limits access to the full profiles of people who are not in your network. If you’ve ever hit a dead end with a lead because you had no 2nd- or 3rd-degree connections in common, you’ll appreciate this level of insider access.
7. Let LinkedIn do some of the work.
Sales Navigator recommends the right people to contact based on your preferences, surfacing interesting new leads for you while you’re out doing other things. It’s a nice touch—even when you’re not actively searching for prospects, LinkedIn is quietly serving them up so you can keep the momentum going and keep reaching out.
Of course, these are all the little extras that come with Sales Navigator access. Whether you make use of the tool or not, you should still tap into LinkedIn’s free features, like its basic search tool and its ability to connect you with warm leads via your existing network. After all, 76% of B2B buyers prefer doing business with people in their professional network, while 90% of C-level execs say they don’t bother replying to cold calls or emails.